Anchoring is a powerful persuasion technique from "summary" of O Código da Persuasão by Christophe Morin,Patrick Renvoise
Anchoring is a powerful persuasion technique that can significantly influence decision-making processes. This technique involves establishing a reference point, or anchor, in the mind of the person you are trying to persuade. Once this anchor is set, it can shape how the individual perceives subsequent information and ultimately guide their decision-making.
By anchoring a specific piece of information early on in a conversation or presentation, you are priming the individual to interpret subsequent information in relation to that initial anchor. This can lead to a bias towards information that is consistent with the established anchor, while potentially disregarding information that contradicts it.
Anchoring works because our brains are wired to seek coherence and consistency in the ...
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